TY - JOUR
T1 - Industrial distributor selling
T2 - The roles of outside and inside sales
AU - Narus, James A.
AU - Anderson, James C.
PY - 1986/2
Y1 - 1986/2
N2 - This paper examines the current practice of industrial distributor selling, focusing on the roles played by the outside and inside sales forces. Based on benchmark survey results, the present composition, responsibilities, and compensation programs of outside and inside sales forces are compared and contrasted. Some predictions are given on likely changes in selling practices, drawing upon interviews with managers, and managerial implications of them, are offered.
AB - This paper examines the current practice of industrial distributor selling, focusing on the roles played by the outside and inside sales forces. Based on benchmark survey results, the present composition, responsibilities, and compensation programs of outside and inside sales forces are compared and contrasted. Some predictions are given on likely changes in selling practices, drawing upon interviews with managers, and managerial implications of them, are offered.
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U2 - 10.1016/0019-8501(86)90044-1
DO - 10.1016/0019-8501(86)90044-1
M3 - Article
AN - SCOPUS:0001844690
SN - 0019-8501
VL - 15
SP - 55
EP - 62
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 1
ER -